About the Organization
It is an exciting time at the Capital Area Food Bank (CAFB) as we continue to undertake our mission. We know that creating long term solutions to food security requires more than meals. It requires education, training, and collaboration. We are seeking people with strong ideas and a passion to come together to address the complex interrelated issues of food security, poverty, and equity. We are expanding in multiple ways: providing food for today and addressing the root causes of hunger by partnering with organizations that provide critical services like job training programs, health care and education. Food has the power to transform lives and move everyone forward. Find out how on our website at capitalareafoodbank.org. Let us discuss how food is at the center of everyone's healthy life!
Description
The Capital Area Food Bank in Washington DC seeks a mission-driven Senior Director of Institutional Partnerships. The Senior Director will lead and oversee all corporate, foundation, and government partnerships for the Food Bank.
The Senior Director will have oversight over a team of individuals focused on all aspects of corporate, foundation, and government partnerships. This position requires a proactive and strategic approach to fundraising and experience leading fundraising efforts, stewarding key donor relationships, and cultivating new opportunities all with the outcome of stronger and larger multi asset partnerships for the Food Bank. This position will have accountability for approximately $15M+ in revenue across the three primary funding channels, with a potential to double that in the next five years.
Essential Functions:
Strategic Planning and Revenue Growth 25%
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Develop and oversee the execution of an Institutional Partnerships strategy (including Corporate and Foundation strategies) to support the Food Bank’s annual and long-term Strategic Plan.
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Working closely with the Senior Director, Advocacy and Policy, Regional Directors and Institutional Partnership Manager, develop a strategy for identifying critical government agency partners with revenue potential for the Food Bank at the state and local levels across VA, MD and DC.
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Conceptualize and develop donor-focused offerings (particularly concepts, proposals, and presentations) that align with funder priorities, elevate donor perception of the Food Bank, and drive revenue.
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Make ongoing assessments about strategy efficacy and modify strategies as needed to meet revenue targets.
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Work with the Institutional Partnerships team, as well as senior leadership and program staff, to refine pitches to potential funders.
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Establish and track key metrics (including revenue) for engaging corporations and foundations.
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Work closely with Director, Foundation Partnerships to oversee strategy for engaging and growing engagement with major foundations in the region.
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Work closely with Director, Corporate Partnerships to oversee strategy for engaging and growing engagement with major corporations in the region.
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Build capacity of program staff working on private grant implementation on client relationship management, helping them problem solve, and communicate success stories.
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Identify the most relevant trends and CAFB’s opportunities to be part of the changing funding landscape.
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Develop a suite of compelling value propositions that the CAFB can offer institutions overall and by industry/focus group.
Cultivation and Stewardship 20%
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Develop, manage, and steward a strategic, limited portfolio of top tier Institutional Partnerships funders, adapting strategies as needed to ensure continued giving.
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Identify and initiate relationships (in coordination with senior leadership and program personnel) with prospective institutional funders who have immediate capacity to contribute minimum mid-six-figure gifts annually, and ensure continued stewardship with these funders.
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Lead on discovery conversations to explore the best way to partner with corporations, foundations, and government entities, and develop strategies/tactics to open dialogue.
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Stay up to date on new leads within the broader Institutional Partnerships landscape, as well as new programmatic fundraising opportunities.
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Work closely with the team members to ensure timely donation processing and prompt acknowledgement of funding secured
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Develop and implement matrix of touch points to further educate, engage, and cultivate institutional funders.
Networking and Community Representation 20%
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Network and facilitate thought leadership in collaboration with Marketing/Communications in building partnerships and connections with external funders, programmatic partners, and industry professionals with the potential to support the Food Bank’s revenue pipeline.
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Identify the most promising opportunities to showcase the Food Bank’s efforts and impact.
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Participate or facilitate participation of other CAFB colleagues in relevant government agency councils to highlight our impact in the community and our innovative approaches to address hunger and food security.
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Represent the team on working groups internally and externally.
Management & Leadership 20%
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Lead and mentor a team of direct reports to manage committed grants and/or grow new business revenue, by identifying new prospects, researching, developing, executing cultivation and solicitation strategies, and completing all reporting requirements.
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Set goals that align with the Food Bank’s budget and strategic plan, then clearly and consistently communicate goals and expectations to your direct reports.
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Embed a customer-centric mindset across pitches, concept notes and proposals, highlighting the Food Bank’s strengths and excellence within the sector.
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Assist team in creating customized partnership opportunities, ensuring that the Food Bank’s value proposition is clearly defined; review final pitches / proposals to ensure high quality, shared value thinking; ensure that pitches to Institutional Partnerships funders/prospects reflect the latest thinking with the Food Bank.
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Support your direct reports in effectively managing their workloads by planning and prioritizing work activities, and work with them to develop the structures and tools they need to achieve their goals
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Model the behavior you wish to see in team members
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Prioritize your time to understand your direct reports’ strengths and growth opportunities to help them achieve their goals, and to ultimately reach their potentialmake yourself available and accessible.
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Be consistent about meeting with your direct reports regularly (i.e. bi-weekly one on one check-ins) to close the gap between where they are and where you are.
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Delegate well. Set clear expectations for outcomes and timelines, and give your direct reports the space to work independently while you are monitoring and communicating regularly
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Energize the people around you, foster engagement and create a trusting atmosphere
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Comply with Human Resources operations by completing administrative tasks for managing staff
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Perform other tasks as assigned
Portfolio Management and Planning 15%
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Allocate portfolios across team members with clear goals and outcomes.
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Analyze monthly reports generated from Salesforce to either add to the pipeline to renew, cultivate, or upgrade to ensure we meet fundraising goals
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Account for monthly/quarterly variances and adjust approaches to ensure achievement of goals
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Gather and analyze data, using it to make strategic decisions to achieve goals.
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At least a Bachelor’s degree; a relevant advanced degree is preferred
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At least 12 years of professional experience, ideally centered on development and fundraising
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Experience working with a donor database; Salesforce preferred
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Experience working with diverse source of funders: corporate, government and foundation
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Experience building and tracking a pipeline; growing gifts from our existing donors & fundersespecially unsolicited revenue
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Some understanding of organizational financials and experience in program budget development preferred
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Experience working in under-resourced communities preferred
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Commitment to social justice issues
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Proven ability to be a strategic thinker and to create tactics to implement the strategy.
Physical Requirements:
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Ability to lift/carry 30 pounds.
Work Environment:
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This position’s main office will be the DC office in NE, Washington DC
Reporting:
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Deputy Chief Development Officer
Schedule:
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Normal working hours are 9am to 5pm Monday - Friday
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Occasional weekends or extended hours for special events
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Hybrid schedule available
Compensation:
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Compensation is $117,000 to 135,000/annually
NOTE: Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.
We Offer: At Capital Area Food Bank, we understand that great people make a great organization. We value our people and offer employees a broad range of benefits including competitive compensation and benefits, free onsite parking, complimentary shuttle to metro, professional development, growth, and volunteer opportunities, fun work in a diverse environment
Application Process:
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Interested applicants must submit a cover letter and resume. Applications will be reviewed on a rolling basis.
EOE Statement
Capital Area Food Bank welcomes and supports a diverse and inclusive work environment. We are committed to equal employment opportunities (EEO) for all applicants seeking employment and for all our employees. CAFB makes employment decisions based on organizational needs, job requirements and individual qualifications without regard to race, color, religion, sex, national origin, age, disability, marital status, sexual orientation, personal appearance, military status, gender identity or expression, genetic information, political affiliation, educational status, unemployment status, place of residence or business, source of income, reproductive health decision making or any other characteristic protected by law. Additionally, harassment or discrimination based on these characteristics will not be tolerated at CAFB. To perform the essential functions of this position, reasonable accommodations are available to qualified individuals with disabilities.
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